Senior Key Account Sales Manager in Indianapolis, Indiana at Beckman Coulter Life Sciences

Date Posted: 8/27/2019

Job Snapshot

Job Description

Job ID: BEC015783

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Description

Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.

Customer Management:
  • Manage relationship with top key account client(s)
  • Develop, Refresh and Execute on a Strategic and Annual key account strategy, including pricing strategy, contract negotiation and Sales Coverage.   
  • Map Key Accounts for KOLs, Functional Groups, Networks, Purchasing, Sr. Management and establish communication and follow up programs for each one.  
  • Develop and refresh Sales Force by Account including install base, annual purchases and key competitive programs
Sales Process:
  • Profile, call on and develop relationships with key executives (Directors, VP's, etc) 
  • Indirectly lead and hold accountable a team for opportunities within Key Account and call upon them when necessary.  
  • Responsible for such activities as funnel management, regular strategic pricing reviews, forecasting and meeting key performance and financial targets
    • Coordinate, Generate and Deliver the Beckman Coulter Response to formal 'Requests for information/proposals' (RFI's and RFP's) within the Key account
    • Own and Drive new product introduction at Key accounts
    • Develop Strategic Technical, Application and Commercial collaborations with Key accounts
  • Understand customer organizations by department, function, strategies, and key programs. 
  • Master the basic features and benefits of all our primary products, and effectively engage product SMEs such as Applications Specialist and ASRs in the Sales Process 
  • Profile and Penetrate Key organizations within the assigned Key Account.

Cross-Functional Leadership:

  • Engage and advocate through the organization on behalf of the customer as required to meet and exceed customer expectations
  • Shepherd contracts, complex projects and customer-specific product development initiatives through various internal departments including Legal, Finance, R&D, the Business Units, Regional Marketing, Service and Customer Support 
  • Collaborate with other functional and business leaders to ensure adequate Voice of the Customer penetrates strategic planning at the global, regional, product and business unit levels


People Management:

Lead and coordinate a team of Key Account Managers: senior sales professionals respectively focused on Key Pharma/Biotech Accounts, NA Government Accounts, Distributors. Able to manage a team, set departmental priorities and allocate resources to align with business objectives. 

Job Requirements



Qualifications

  • Bachelor’s degree with 9+ yrs of experience or Masters / Doctoral Degree with 7+ yrs of experience
  • 10+ years' experience as a Life Science Sales as Key Account Manager Sales Consultant and 4+ years' experience as a people or project leader. 
  • Highly motivated and success driven. 
  • Fully developed tactical sales skills (prospecting, qualifying, closing, and growing existing customers). 
  • Strong communication and presentation skills. 
  • Excellent time and territory management habits. 
  • Experience with personal computer, e-mail, Microsoft Office programs, and SFDC


Diversity & Inclusion:

At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.



Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

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